Job Description

About the Company

The OEM Account Manager will be responsible for expanding Arlon’s and EMC’s business by interfacing with new and existing OEM accounts, with a focus on getting Arlon/EMC materials specified on print and/or approved by the OEMs.

About the Role

Activities would include constructing a hierarchy model of key OEMs to identify key decision makers, developing relationships, promoting the Company’s products, and influencing these OEM decision makers to gain product evaluations and trials. In addition, this individual would engage with the OEM engineers, designers, and program managers in the Aerospace, Industrial and Military (AIM) market advising and offering Arlon/EMC products suited for their applications. The OEM Account Manager should be able to use a framework defining the OEM selling process, effectively communicate with his/her manager where they are in the selling process, what has been accomplished, and what steps are next. This individual will also communicate to Arlon/EMC Field Sales Engineers to coordinate activities at the fabricator for conducting product evaluations and qualifications. Ideally, the OEM Account Manager should be able to interface with decision makers at the OEM, persuade them to evaluate an Arlon/EMC material, coordinate the evaluation with an Arlon/EMC Field Sales Engineer, review the evaluation with the OEM, and get one or more Arlon/EMC materials approved or specified for one or more applications/programs at the OEM.

Responsibilities

• Win OEM approvals and specifications on Arlon/EMC materials in the Aerospace, Industrial and Military (AIM) markets.
• Communicate with OEMs the Company’s products, capabilities, services and how these are of value to the customer.
• Build confidence with the OEM decision-maker to gain product evaluations at the fabricators and in targeted OEMs with the goal of gaining print specifications and increasing product sales through the various fabricators the OEM uses.
• Create sales growth by increasing OEM awareness of the Company’s products through in person, on-line, tradeshow presentations, and conversations.
• Perform SWOT analysis of our products services with targeted OEM’s verses the Company’s competitors.
• Make recommendations to the Director of Business Development for ideas to enhance sales and marketing approaches with the goal of elevating effectiveness of OEM marketing and sales.
• Provide analysis of key OEMs and in Arlon’s AIM market.
• Solicit and develop customer application requirements into the Company’s product portfolio for print specification, then champion specifications to the sales force.
• Contribute to and give input into the Company’s marketing activities to include advertising, promotion, trade shows, in-house seminars, website, product literature, sales, and marketing meetings.
• Perform market studies as required and maintain appropriate information data bases regarding related markets and competitors.

Qualifications

The ideal candidate would have an advanced degree in Engineering or 5 years of related industry experience. Other acceptable qualifications include undergraduate degree in a technical discipline or 10 years Sales/Marketing experience preferably in the printed circuit industry or at aerospace/defense OEMs.

Required Skills

• Strong communication skills (oral and written).
• Effective computer skills, familiar with Word, Excel, Power Point.
• Able to give technical and product presentations in person and via virtual meetings.
• Ability to work with all departments within the organization, as well as with customers.
• Must be able to travel (up to 50%).
• Must be able to drive for Company business.

Pay range and compensation package

The position's total compensation will be around $200k including base and bonus.

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